List Books » Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
Authors: Brian Carroll
ISBN-13: 9780071458979, ISBN-10: 0071458972
Format: Hardcover
Publisher: McGraw-Hill Companies, The
Date Published: May 2006
Edition: (Non-applicable)
Brian J. Carroll is founder and CEO of InTouch Incorporated, one of the first companies to provide lead generation solutions for the complex sale and recognized by Inc. Magazine as one of America's fastest growing companies. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in publications including The Wall Street Transcript, Sales and Marketing Management, and Inc.
KEEP LEADS FLOWING THROUGH YOUR SALES PIPELINE!
“Leads are the lifeblood of selling. This book is the lifeblood of lead generation.”-Jeffrey J. Fox, bestselling author of Secrets of Great Rainmakers
“If you can't generate a solid flow of good leads, your sales force-and your company-will fail. In this book you'll find practical and useful tools for building your sales and marketing efforts into a powerful system to generate high-quality leads.”-Neil Rackham, author of SPIN Selling
“Read this book and take the complexities out of your lead gen activities!”-Anthony Parinello, author, .Getting to VITO, the Very Important Top Officer
“Carroll provides many ideas and lists to help companies improve, manage, and measure their lead generation performance. He does an excellent job of describing the use of the major contact tools for lead generation and nurturing.”-Philip Kotler, Ph.D., S. C. Johnson & Son Distinguished Professor of International Marketing, Kellogg School of Management/Northwestern University
Master the Three Key Elements to Generating Leads
Brian J. Carroll is founder and CEO of InTouch Incorporated, one of the first companies to provide lead generation solutions for the complex sale and recognized by Inc. magazine as one of America's fastest growing companies. He speaks to 20,000 people a year on improving sales effectiveness and lead generation strategies. Carroll has been featured in publications including The Wall Street Transcript, Sales and Marketing Management, and Inc. His blog, http://blog.startwithalead.com/weblog/ is read by thousands each week.
Ch. 1 | Essential lead generation | 3 |
Ch. 2 | Marketing and sales : one team in the complex sale | 13 |
Ch. 3 | Defining your best lead | 25 |
Ch. 4 | Lead generation ROI depends on data quality | 41 |
Ch. 5 | The value of proposition | 53 |
Ch. 6 | Building the lead generation plan - critical success factors | 69 |
Ch. 7 | Synergies in tactics | 79 |
Ch. 8 | The phone | 87 |
Ch. 9 | E-mailing with credibility | 99 |
Ch. 10 | Public relations and lead generation | 107 |
Ch. 11 | Event marketing | 115 |
Ch. 12 | Lead generation on the Web | 127 |
Ch. 13 | Lead generation and direct mail | 139 |
Ch. 14 | Lead generation and referrals | 145 |
Ch. 15 | Blogs, podcasting, and the brave new world of lead generation | 151 |
Ch. 16 | Working with your leads | 159 |
Ch. 17 | ROI measurement and metrics | 167 |
Ch. 18 | Lead nurturing | 181 |